Business Communication the Six Qualities of Good Communication Are:  Briefness

CHAPTER Section Section Business Section 4.2 4.1

Negotiating in Communicating Communication Business

OBJECTIVES

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Section 4.1: Communicating in Business Business Communicating in

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Effective Business Communication The six qualities of good communication are:  Briefness. Professional writers have a rule abbreviated as KISS—“Keep it short and simple.”  Organization. Give information in an easy-to-follow format.  Clarity. Include the details your audience needs to understand to act on your message.  Relevance. Supply the right information to the right audience.  Courtesy. Communicate respect and a positive attitude.  Suitability. Different types of communication are

required for Sectiondifferent 4.1: Communicating situations. in Business 3 Written Communication

 Business letters are used for longer or more official messages.  A business letter should be typed in an easy-to-read font, not a fancy script.  A business letter should be typed and error-free.

Section 4.1: Communicating in Business 4 Written Communication

 A memo is a brief note that informs employees about a business-related matter.  The memo has two main parts:  The heading consists of the lines that identify the recipients, the sender, the date, and the subject.  The body contains the message.

Section 4.1: Communicating in Business 5 Written Communication

 An e-mail is a message that is sent and received electronically over a computer network.  Fax is short for facsimile, an exact copy of something.  A fax machine uses telephone lines to transmit a copy of a document.

Section 4.1: Communicating in Business 6 Spoken Communication To be a good speaker:  Speak Clearly. Having to repeat information can be disruptive, time consuming, and frustrating to your audience.  Draw in the Entire Audience. Look and nod at people individually. Refer to individuals if possible.  Encourage Participation. Use pauses and careful word choices.  Read the Mood of the Room. If the audience seems relaxed and sociable, act the same.  Use Gestures. Avoid distracting gestures. Use gestures for emphasis.

Section 4.1: Communicating in Business 7 Instant Messaging

Instant messaging is immediate communication using typed text over the Internet.

Tips for instant messaging in a business context:  Choose a user name that projects the image you want to convey to clients and colleagues.  Start a conversation by asking whether the other person would like or has time to communicate.  Take care when using emoticons.  Don’t use abbreviations—many businesspeople consider them unprofessional.  Break the “silence” with short replies such as “Good point” or “Let me think for a second.”

Section 4.1: Communicating in Business 8 The Importance of Listening

Active listening is listening consciously and responding in ways that improve communication. It is a two-part process:

 Focus on the Speaker. The words and tone of voice will give clues to his or her frame of mind.  Don’t be distracted by your surroundings.  Encourage and support the speaker with useful responses to show that you are listening.  Give Feedback. This tells the speaker that you understand what is being said. Feedback is typically phrased in a way that encourages the speaker to correct any misunderstandings.

Section 4.1: Communicating in Business 9 OBJECTIVES

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Section 4.2: Negotiating Negotiating

What Is Negotiation?

Negotiation is a process in which two or more parties reach an agreement or solve a problem through communication.

 Bargaining in good faith is when the parties must be willing to adjust their expectations so they can come to an agreement.  Negotiation is essential to business—not only to your business but also to the economy as a whole.  The trend toward negotiating is expected to grow because of increased competition from Internet-based companies.  Negotiating is more popular in tight economic times.

Section 4.2: Negotiating 11 Preparing to Negotiate

Before negotiating, answer these four questions to help clarify your goals:  What do you need and what do you want? Good negotiations involve give-and-take.  What concessions can you make? A concession is something you’re willing to give up.  What concessions can you ask of the other party? Good faith requires that all sides be ready to make sacrifices.  What will you do if you can’t reach an agreement? If neither you nor the other party is willing to change a position, what other options do you have?

Section 4.2: Negotiating 12 Guidelines for Productive Negotiations

1. State your offer firmly. Remember to focus first on your needs, not on your wants. 2. Explain your position. Do not simply state your position; explain it. 3. Be willing to make compromises. A compromise is an agreement arrived at when all sides have made concessions. 4. Put the offer in writing. Eventually, you may sign a written contract indicating the terms on which you’ve agreed. 5. Weigh the short-term and long-term consequences. Ask yourself whether you must get everything you need from this agreement. 6. Take time off. You may get fresh ideas or see things in a new light. Section 4.2: Negotiating 13 Managing the Agreement

 Every successful negotiation has a follow-through— some action that is defined by the negotiated agreement.  With longer-term agreements, go beyond the agreement to gain goodwill and, possibly, future business.  There may be times when you can’t meet your commitments. In these cases, prompt communication with the other party is especially important.  Even if things are flowing smoothly, staying in touch with the other party is a good idea.  Use good judgment in deciding how much and how often to communicate. Section 4.2: Negotiating 14 Importance of Values When negotiating agreements involving major issues, you need to consider your values.

 Values are intangible things that you believe are worthwhile and important.  Recognizing and acting on your values can make the difference between negotiating an agreement you feel good about and one you will regret.  If you try to act against your values, you may find that you can’t fulfill your end of the agreement.  If you have serious doubts about your ability to carry out your negotiated commitment, you may be ignoring something important in your values.

Section 4.2: Negotiating 15 International Negotiations

Rules of etiquette, the behavior that is accepted and expected in a situation , can vary greatly in societies in general and for conducting business in particular.

 In every culture, business negotiations take place in a broader social setting. Every nation has a unique culture, but cultural differences also exist within a nation.  Different countries also have different attitudes about time, appointments, and schedules.  Different cultures also have different attitudes toward the negotiation process itself. In some countries, each point is a source of lively debate. In other cultures, the discussion is more reasoned and to the point. Section 4.2: Negotiating 16